"Back to the drawing board - Optimizing territories and quotas."
Sales operations teams are responsible for reducing or eliminating any tasks that get in the way of the sales team achieving its goals. Sales operations needs to handle the essential sales performance management (SPM) functions and provide sales reps with the... [Continue Reading]

Guest post from Brad Burnaman, Cognos SPM Industry Solutions Executive, IBM Business Analytics
Follow Brad on Twitter @BradBurnaman
There were so many great sessions presented in the sales performance management (SPM) track at IBM Vision 2013 , but here is a quick rundown of a handful of the sessions that took place on... [Continue Reading]

Guest post from Michael Meisenheimer, SPM Industry Solutions, IBM Business Analytics
Follow Michael on Twitter @mikemeisenheime
Here in Orlando, day one of IBM Vision 2013 is in the books!
What a great day it has been, with more than 1,200 participants representing the sales performance management , financial performance... [Continue Reading]

Guest post from Brad Burnaman, Cognos SPM Industry Solutions Executive, IBM Business Analytics
Follow Brad on Twitter: @BradBurnaman
Have you heard the one about Harvard, the economy and a spreadsheet?
It might sound like a joke, but it was reported that the spreadsheet, created by two Harvard economists, Kenneth Rogoff and... [Continue Reading]

Guest post from Brad Burnaman, Cognos SPM Industry Solutions Executive, IBM Business Analytics
A strong sales engine is what drives organizations to succeed in a competitive marketplace, yet many organizations are held hostage by costly and error-prone systems and processes that often demotivate sales people.
Ensuring that... [Continue Reading]

The truth is out there.
For former X-Files fans, this was the mantra of the former television series as FBI special agents Mulder and Scully attempted to uncover unexplained mysteries and phenomena.
While Mulder and Scully have since retired, the battle for a single version of the truth now rests in the hands of... [Continue Reading]

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